Realigning Dell's Sales Force Will Affect Channel

 
 
By Mike Vizard  |  Posted 2015-10-23 Email
 
 
 
 
 
 
 
 
 
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    Realigning Dell's Sales Force Will Affect Channel
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    Realigning Dell's Sales Force Will Affect Channel

    Dell's realignment of its direct sales force has major implications for the company's channel partners in 2016.
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    Dell Direct Sales Force Realigns on Feb 1.
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    Dell Direct Sales Force Realigns on Feb 1.

    Dell expects to have added 1,000 direct sales representatives in North America by year's end. On Feb. 1, the Dell sales staff will be realigned based on east, central and west regions in order to improve the Dell sales rep-to-customer ratio. Sales alignment with that new structure in order to minimize conflicts will be a major focus for 2016. Globally, Dell will add 2,000 sales reps. Those with experience working with the channel are preferred.
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With 40 percent of Dell's revenue now coming via the channel, the company's relationship with its partners has been one of its key focuses in the past year. In fact, Dell reports that deal registrations involving partners were just shy of 200,000 in the first half of 2015. Dell also reports that it has generated 40,000 leads for partners via roughly 800 demand-generation campaigns. Aiming to gain market share across its product categories, the company is adding 1,000 direct sales representatives in North America along with providing new rebates and incentives in key product categories, the company revealed at Dell World 2015 conference from Oct. 20 to 22. Beginning Feb. 1, Dell will realign its sales force geographically, with regions in the east, central and west of North America. Once that alignment occurs, Dell will focus on aligning its channel with those sales teams. That's no small undertaking, but Dell executives hope the result will be to generate much higher sales to help reduce the debt load the company is carrying in the wake of going private two years ago. Dell's realignment of its direct sales force has major implications for the company's channel partners in 2016.

 
 
 
 
 
 
Mike Vizard Mike has more than 25 years of experience covering IT issues in a career that includes serving as Director of Strategic Content and Editorial Director for Ziff-Davis Enterprise, which publishes eWeek, Baseline and CIO Insight. Vizard has also served as the Editor-in-Chief of CRN and InfoWorld. In addition, he served as a senior editor with PC Week, ComputerWorld and Digital Review.
 
 
 
 
 
 

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